The Consulting Lead Gen Study

We’re working on a research project aimed at highlighting how consulting firms acquire new clients. It’ll be a publicly available resource we’ll provide back to the market.

The Goal: Develop an applicable understanding of how consulting firms of various sizes (by headcount) and levels of specialization acquire new clients, and whether what they’re doing for marketing and lead generation is working (or not).

Why: To help principals and firms better navigate their lead generation decisions. To deepen our expertise so that we can better advise clients and prospects.

What: We’ll publish a V1 report that establishes a “lay of the land” and highlights interesting and useful patterns extracted from interviews with principals and founders.

When: By mid October 2019.

Status: Guidebook Version 0.2 is currently with the designer being formatted.

Contribute

If you run a consulting firm and are willing to contribute 5 minutes of your time, we’d love to include your insights. 

Your answers will inform the study, but will be kept 100% anonymous unless otherwise noted. (If you’d like us to feature your firm, we’d be happy to. There’s a spot to indicate that.)

Survey participants will also receive an early version of the results and Version 1 report.

Insights

expertise driven marketing conference

What expertise-driven marketing looks like

Let me tell you a story. Well… Scratch that actually. I’m not going to do the telling. But instead will highlight what this 10-person accounting-turned-energy-sector-consulting firm principal (Wolfram Moritz) told me in an interview yesterday and was kind of enough …

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Rebalancing your lead gen portfolio

There’s another distinction to be made via the lead generation methodologies we’ve been exploring. And that’s one of risk versus return (very much similar to how one might think of an investment portfolio). Simply put: we want to maximize return …

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firm size matters marketing survey

Size does matter sometimes (for consulting marketing channels)

Apparently, there are 27 people who don’t listen to the 2Bobs podcast. So I feel compelled to help David and Blair out with my massive reach and mention their podcast here one more time this week. Most recently, they had …

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one person cannot sleep

Content so compelling that one person cannot sleep tonight

A Monday research project insight for you from an interview I conducted with the co-founder of a 3-person research consulting firm last week. Like a, “we help DARPA” type research consulting firm. And their lead generation approach was fascinating. A …

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marketing mismatch monologue

More marketing mismatch monologue

People who are playing the generalist volume game are (naturally) more likely to appear in your feed, search, and inbox. As a result, that’s the game that we all see being played. But that’s almost never the game that we …

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Methodology

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